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    Boost M6700 (A): Buyer Seller Negotiation - Confidential Instructions for John Payne (Spanish)

    Falcao Horacio ; Jain Kriti ; Grover Heather

    • Reference: INSEAD-6099ASP

    • Number of pages: 11

    • Geographic Setting: Global

    • Publication Date: Apr 26, 2021

    • Source: INSEAD (France)

    • Type of Document: Case

    • Industry Setting: Consulting

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    Description

    This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.

    Learning Objective

    Value discovery, value creation and value claiming. The difference between interests, options and positions. Positional bargaining and its risks. Preparing and prioritizing interests. Creating options. Managing the risks of information disclosure. Identifying and using sources of legitimacy. Power in negotiation versus negotiation power (alternatives)

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    Keywords

    Alternatives and power perception B2B negotiation Managing information asymmetry Negotiation under time pressure Pricing negotiation Procurement negotiation Sales negotiation Value discovery